Unlocking Explosive Growth Through Unreasonable Velocity and Big Thinking
Jyothi Swaroop was brought in to infuse “unreasonable velocity” into ChargePoint, the world’s largest end-to-end electric vehicle (EV) charging company. Known for his repeated success in driving growth, Swaroop approaches challenges by thinking big and rejecting incremental progress. “Small thinking is a self-fulfilling prophecy,” he told Entrepreneur, emphasizing the importance of bold goals in unlocking significant achievements.
In a recent conversation, Swaroop shared insights from his career journey and offered advice to entrepreneurs on pivoting strategies, maintaining focus, and cultivating transparent leadership that eliminates uncertainty within teams. His approach is grounded in real-world experience and a deep understanding of how to scale businesses effectively.
The Pitfall of Small Thinking
Swaroop challenges the common corporate mindset of targeting marginal improvements such as 5% or 10%, instead advocating for exponential goals. “As chief growth officer, I don’t want people thinking in terms of 5% or 10% improvement. I want them to think in a 5x or 10x improvement frame of mind,” he explains. This shift in perspective radically alters how teams approach projects, encouraging them to embrace resistance and complexity rather than settling for the path of least resistance.
This philosophy aligns with modern growth frameworks that underscore the value of ambitious targets in driving innovation and breakthrough results. Studies in organizational behavior suggest that setting stretch goals often leads to higher performance and more creative problem-solving, reinforcing Swaroop’s emphasis on thinking big.
Defining Big Thinking at Every Stage
Big thinking is relative and context-dependent. For a billionaire entrepreneur, it might mean launching a new multi-billion-dollar venture. For a small business owner, such as someone running a pool-cleaning service, it could mean setting the goal of adding 10 new customers in a month instead of just one. Swaroop emphasizes that regardless of scale, big thinking consistently produces big results.
This pragmatic approach ensures that ambitious goals remain attainable and meaningful at every stage of business growth. By calibrating objectives to current realities while maintaining a growth-oriented mindset, entrepreneurs can drive momentum and foster sustained success.
Lessons from Mentorship and Leadership
Swaroop credits much of his professional development to mentors, with a special nod to his father. His father’s journey from a lift-machine engineer to CEO over 34 years exemplifies perseverance and upward mobility. One lesson that resonates deeply with Swaroop is the phrase “Send the elevator down.” This metaphor stresses the importance of enabling others to rise alongside you, fostering inclusive growth and mentorship within organizations.
Swaroop actively applies this philosophy by supporting his team’s career advancement, ensuring they have the resources and opportunities to reach their highest potential. This approach not only builds trust but also strengthens organizational culture and long-term talent retention.
Challenging Conventional Wisdom: A Case Study in Sales Strategy
Swaroop recalls a pivotal moment when he opposed a company-wide decision to pivot entirely to an indirect sales model. He advocated instead for a direct, account-based approach tailored to selling to CXO-level executives. Despite initial resistance, his perspective eventually prevailed, leading to an 80/20 sales model with 80% direct sales. This strategic choice drove a threefold increase in revenue over two years, amounting to hundreds of millions of dollars.
More importantly, the direct sales model cultivated strong, lasting relationships with top executives, providing the company with a durable competitive advantage. Swaroop’s experience underscores the critical role of understanding customer personas and aligning sales strategies accordingly—lessons that remain highly relevant in today’s dynamic markets.
Leadership Tactics for Focus and Growth
Swaroop champions a leadership principle he calls “What Three Things?” This method involves distilling priorities to just three key objectives for a defined period—be it a month, quarter, or year. By narrowing focus, teams gain clarity and direction, which enhances execution and drives growth.
Following this prioritization, Swaroop stresses the importance of trusting the team and “getting out of the way.” Effective leaders provide clear goals but empower their teams to innovate and execute autonomously. Eliminating uncertainty about leadership intent fosters creativity and accountability, essential ingredients for high-performing organizations.
Embracing Unreasonable Velocity in the Age of AI
In today’s rapidly evolving business landscape, Swaroop advocates for moving with “unreasonable velocity.” Leveraging technologies like artificial intelligence accelerates decision-making and innovation cycles. “Move fast and keep moving. You might break things, but you’ll recover and keep moving,” he advises, highlighting the need for agility and resilience.
This mindset reflects the shift from incremental to exponential change, where companies that adapt quickly can seize opportunities and outpace competitors. Swaroop’s approach aligns with contemporary organizational theories that emphasize rapid iteration and learning as competitive advantages.
For more on Jyothi Swaroop’s growth strategies and leadership insights, read the full interview Here.
